Part of what enables us to achieve is our experience and past success. Stated … [Read more...]
Tag: Overcoming Crises
What Got Us Here Won't Get Us To Where We Need To Be
Being A Buyer Is A Foreign Concept To Customers Posted on December, 2021
As sales people, we know what our job is. We have to generate revenue through … [Read more...]
Leadership Malpractice Posted on December, 2021
I hate to start posts with a disclaimer, but I will. This post and topic may be … [Read more...]
It's Prediction Season Again Posted on December, 2021
It's that time of year where it's fashionable to make predictions about the big … [Read more...]
The Customer Focused Sales Process Posted on November, 2021
We've long known (whether we use it or not) about the "sales process." … [Read more...]
Everyone Has A Customer Posted on November, 2021
We struggle to be "customer focused." Somehow, our priorities and goals have … [Read more...]
Are We Numbed By Work? Posted on November, 2021
I watched a fascinating short film, "Work, I Think It Numbs You, Somehow." It … [Read more...]
Our "Success" Blinds Us To Our Underperformance! Posted on November, 2021
Not long ago, I was speaking with the executive team of a fairly large company. … [Read more...]
Do We Really Want Our Sales People To Be Value Creators? Posted on November, 2021
In complex B2B buying, it's popular to talk about being consultative and/or … [Read more...]
The Digital Buying Journey Is Very Human Posted on November, 2021
We see tremendous research on the digital buying journey. We know customers … [Read more...]
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